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How “Follow-up” is Destroying the Prospecting Game

May 27, 2015

"Customer Support. 3d Little Human Character With A Headsets And” by David Castillo Dominici “I’ll put a reminder on my calendar and follow up with you in two weeks.”

How many times have you heard that phrase?  “Follow-up” is a term that exemplifies the typical, transaction-based salesperson.  You may even use it yourself without even thinking about it.

However, if you want to serve your clients by becoming a diagnostic Trusted Risk Advisor™, we suggest that you eliminate “follow-up” from your vocabulary. Read more…

3 Questions for Developing an Effective Differentiation Strategy

May 20, 2015

ID-10071154With commoditization at an all-time high in the insurance industry, the need for differentiation has never been more critical.

Brand Keys recently examined customers’ relationships with 1,847 products and services via its Customer Loyalty Engagement Index.  Their research determined that only 21% of all products and services had points of differentiation meaningful to the consumer. Read more…

Set Yourself Apart by Improving the Customer Experience Journey

May 12, 2015

TrapDuring the Purple Cow Leadership Workshop, participants learn a powerful, consultative and diagnostic sales and service system to give them and their agency a competitive advantage in the marketplace.  Using key concepts from Seth Godin‘s books, Purple Cow and The Big Moo, they develop strategies to become “phenomenal, counterintuitive, exciting and flat out unbelievable” in the eyes of the insured. Read more…

Four Strategies to Achieve a 90% New Business Hit Ratio

April 28, 2015

"Laptop With Business Chart" by jscreationzsIn each Beyond Insurance workshop, we guarantee that a producer will achieve a 90% or higher new business hit ratio after departing the program.  Easy?  You bet.  They just have to add the following four ingredients to their approach. Read more…

The Four Beliefs of a Successful Producer

April 21, 2015

advertiseIf you are a reluctant prospector and prefer not to ask for referrals, perhaps it’s time to review the psychology of successful producers – the agency rainmakers.  They all share the following rock-solid beliefs:

  1. Belief that there is great success to be had in the insurance industry,
  2. Belief and confidence in the carriers they work with,
  3. Belief in the agency they work for,
  4. Belief in the products, services, resources, and solutions they offer.

Read more…

Told Any Good Stories Lately?

April 14, 2015

beyond insuranceTitanic.  The Great Escape.  Schlindler’s List.  Ray.  The Pursuit of Happyness.

What do these blockbuster movies have in common?  They are all based on a true story.

In a world filled with sound bites, ads, 140-character tweets, we seem to forget the power of storytelling.  Yet, when we tap into storytelling, we become irresistible!  Read more…


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